Guest Post by Therese Skelly of Happy in Business
It only takes 2 seconds to have a prospect decide to not work with you!
It’s like you have them… and then they slip through your fingers. Let me tell you why.
You’ve done all the prep work and you actually have an interested prospect on the phone with you.
And when they turn around and ask you how you work. Then the big question that can cause this ‘make-or-break moment to happen.’
They ask you what your fees are.
And it is right in this precise moment that you can let that sale slip away.
But if they leave, it won’t be because your fees are too high, or your credentials are lacking.
It will be because there is a part of you (the mindset piece) that may not fully be in alignment with the thing you are offering. Sure… you can roll lower priced programs out all day, but try quoting the higher fees? Maybe you rock at this already, but if you are like most people… there is a little glitch! (Heck, even people who make $20k a month still suffer from this, so it’s not just a ‘start-up’ issue.)
Here are three reasons why you may be ‘going weak’ and backing down just a bit. (And don’t feel bad if you relate to these… I have done them all!)
1. You have not fully owned your value and understand just how much working with you will be life changing for them.
It takes awhile to really land in a deep way just how valuable you are in the work you do. Many people struggle with this because there is a tendency to have the ‘brilliance in the blind spot’ problem, so while others may see the rock star you are…it may not come as powerfully to you. What to do? Get someone to work with you to discover just how amazing you are, ask clients for testimonials, and stop minimizing the work you do!
2. You are taking responsibility for their financial position.
This is easy to do. You roll out your fees and your prospect launches into how they can’t afford it, or how things have been difficult because of the economy. So instead of coaching them to solutions, the ‘break down’ here is to feel guilty that you want to charge them so much. We have all done this and it doesn’t serve. People find money for things they value. Period. Feeling bad that your rates may make them uncomfortable does not serve them! Work on boundaries around this because when there is ‘skin in the game’ there are often better results.
3. You are not willing to let them go if they are not a good fit.
The most powerful position to be in for the selling conversation is that of taking a stand for yourself, and NOT NEEDING them to become a client. This is critical. You aren’t here to serve everyone, even though you probably think you could! Find that sweet spot of who you love to work with, who can afford you, and then let the other folks be served by someone else.
Here’s what I know to be true… You can learn all the right techniques, from any famous sales guru–but if you don’t look at what’s transpiring between you and your prospect (and what’s happening in your head), none of that training will matter.
So next time you have a prospect in front of you, pay really close attention to what’s going on internally. Are you ‘care-taking’ them in any way? Feeling bad asking them to invest in themselves? The first step in changing anything is awareness, so be noticing what you are doing, how you are feeling, and then you can make the necessary changes. Because when you can master the art of getting clients to say yes, you have shifted to a much better level in your business!
Ready to learn more? Join Therese and I for a free training webinar this Thursday at 12pm Pacific (that’s 3pm Eastern or check www.timeanddate.com to find the time for you) — https://www.michelleshaeffer.com/go/sws/